Director of Sales

Due to an internal transfer within Stamford Hotels and Resorts, an exciting opportunity has become available at Stamford Plaza Melbourne. We are now seeking an experienced, commercially driven and highly motivated Director of Sales to lead the sales strategy and commercial growth of our well-established hotel.

This is a senior leadership opportunity for an accomplished hospitality sales professional who thrives on building relationships, identifying new business opportunities and delivering measurable commercial results.

About Stamford Hotels and Resorts

Stamford Hotels and Resorts, a part of the Stamford Group, manages the Group’s portfolio of luxury premium hotels located in Australia. The hotel portfolio consists of nearly 1800 rooms and over 1000 employees. In addition to the hotels, the Stamford Group owns a portfolio of premium commercial office properties internationally and is involved in the development of high end luxury residential units in Australia.

At Stamford Hotels and Resorts, we understand that our people are our greatest asset. We strive to retain, develop and reward passionate and success orientated professionals at all levels. In our pursuit for excellence, we encourage entrepreneurial thinking, challenge the status quo and inculcate a sense of ownership while fostering an environment of transparency, collaboration, respect and integrity among our employees, business partners and the larger community.

About the role

As Director of Sales, you will take ownership of the hotel's sales strategy, revenue performance and business development activities, while leading and developing a high performing Sales team. You will play a key role in strengthening Stamford Plaza Melbourne's position within the Melbourne market and identifying opportunities to grow revenue, profitability and market share.

Working closely with the Deputy General Manager and the hotel's senior leadership team, you will develop and execute a comprehensive sales strategy aligned with the hotel's annual budget, business plan and broader commercial objectives.

You will be a visible and proactive commercial leader who enjoys being in the market, meeting clients, developing strategic partnerships and converting opportunities into profitable business.

The role will have a strong focus on business development, key account management, revenue growth, market share and team leadership, with responsibility for ensuring the Sales function delivers against agreed commercial targets.

Key Responsibilities

Commercial Strategy & Revenue Growth

• Develop and execute the hotel's annual sales and business development strategy.
• Lead the annual sales budgeting, forecasting and business planning process in conjunction with Revenue Management and senior leadership.
• Take ownership of sales targets, budgets, forecasts and overall commercial performance.
• Identify and develop new revenue opportunities across accommodation, conferencing and events, corporate, leisure, groups and other key market segments.
• Develop strategies to increase market share and strengthen Stamford Plaza Melbourne's competitive position.
• Maintain a strong and measurable sales pipeline with clear conversion strategies.
• Monitor sales performance and take proactive action to ensure targets and budgets are achieved.
• Prepare regular sales forecasts, reports and market updates for senior management.
• Analyse market trends, competitor activity, customer behaviour and industry developments to identify opportunities and risks.
• Work closely with Revenue Management to support effective pricing, occupancy and overall revenue strategies.
• Provide commercial insights and recommendations to support asset performance, profitability and long term business growth.

Business Development & Client Relationships

• Build and maintain strong relationships with key corporate accounts, agencies, conference and event organisers, industry partners and other key stakeholders.
• Personally manage and grow key strategic accounts.
• Identify and pursue new business through networking, prospecting, presentations, site inspections, industry events and client meetings.
• Develop long term partnerships that generate repeat and sustainable business.
• Work closely with Revenue Management to optimise corporate negotiated rates, RFP opportunities, consortia partnerships, wholesale contracts and transient business.
• Lead commercial negotiations and ensure agreements deliver strong commercial outcomes for the hotel.
• Maintain a strong presence across the Melbourne corporate, MICE, leisure and hospitality markets.
• Represent Stamford Plaza Melbourne at industry functions, networking events and client activities.

Leadership & Team Development

• Lead, coach and develop the Sales team to achieve individual and departmental targets.
• Establish clear expectations, KPIs and accountability across the Sales function.
• Develop team capability through regular coaching, feedback and professional development.
• Create a high performance sales culture focused on accountability, collaboration and commercial results.
• Identify and develop talent within the team and support succession planning.
• Conduct regular sales meetings, pipeline reviews and account planning sessions.
• Ensure accurate CRM records, account plans, sales activity and reporting are maintained.

Cross Functional Leadership

• Work collaboratively with Revenue Management to maximise total hotel revenue and commercial performance.
• Partner with Conference & Events and Food & Beverage to identify and maximise event and function opportunities.
• Work closely with Front Office and Operations to ensure client expectations are understood and delivered.
• Collaborate with Finance to understand commercial performance, profitability and budget requirements.
• Work with Marketing to ensure sales and marketing strategies are aligned and support the hotel's commercial objectives.
• Act as a key link between the commercial and operational teams to ensure opportunities are converted into profitable business.

Market Presence

As a key representative of Stamford Plaza Melbourne within the market, you will be expected to develop a strong external presence and actively promote the hotel.

This will include:

• Regular client visits and sales calls.
• Hosting client events and familiarisations.
• Conducting hotel site inspections.
• Attending industry networking events and conferences.
• Developing relationships with key Melbourne businesses and organisations.
• Identifying opportunities to position Stamford Plaza Melbourne as a preferred hotel for corporate, conference, group and leisure business.
• Building the hotel's profile and reputation within the Melbourne market.

What Success Looks Like

Success in this role will be measured not only by achieving sales targets, but by your ability to grow market share, generate new business, strengthen key accounts and build a high performing sales culture.

You will be expected to:

• Deliver and exceed agreed sales, revenue and business development targets.
• Build a strong and sustainable sales pipeline.
• Increase new business and key account revenue.
• Strengthen relationships with existing clients and strategic partners.
• Improve conversion of sales opportunities.
• Identify and develop new markets, segments and revenue opportunities.
• Lead and develop a confident, accountable and commercially focused Sales team.
• Work collaboratively across the hotel to convert opportunities into profitable business.
• Strengthen Stamford Plaza Melbourne's position as a preferred accommodation, conferencing and events partner within the Melbourne market.
• Provide accurate sales forecasting and commercial insights to support business planning and decision making.

About you

You are a confident, strategic and results driven sales leader who understands the hospitality industry and knows how to turn relationships and opportunities into commercial results.

You will ideally have:

• Proven experience as a Director of Sales, Assistant Director of Sales or senior sales leader within a hotel or hospitality environment.
• A strong track record of achieving and exceeding revenue and sales targets.
• Demonstrated experience developing and executing successful sales strategies.
• Strong understanding of the corporate, MICE, leisure and group accommodation markets.
• Exceptional relationship management, negotiation and business development skills.
• Strong commercial and financial acumen.
• Experience managing sales budgets, forecasts and performance reporting.
• Experience utilising CRM and sales management platforms such as Delphi to drive account growth, pipeline management and performance reporting.
• The ability to analyse market data and translate insights into practical sales strategies.
• Proven leadership capability with a passion for developing high performing teams.
• Excellent communication, presentation and influencing skills.
• A proactive, entrepreneurial and solutions focused approach.
• Strong cross functional collaboration skills and the ability to work closely with Operations, Revenue, Finance, F&B, Events and Marketing.
• Experience within the Melbourne hospitality and corporate market will be highly regarded.
• Strong understanding of hotel distribution systems, corporate RFP processes, consortia programmes and channel management strategies.

Join Stamford

If you are an experienced hospitality sales leader looking for an opportunity to make a genuine commercial impact, we would love to hear from you.

This is an opportunity to take ownership of the sales strategy, build strong market relationships, develop new business and lead a team focused on delivering outstanding commercial results.

You will join a leadership team where entrepreneurial thinking, accountability and collaboration are encouraged, with the opportunity to make a measurable contribution to the ongoing success of Stamford Plaza Melbourne.

How to Apply

If you have the experience, commercial drive and leadership capability we are looking for, please submit your resume and cover letter outlining your suitability for the role.

We thank all applicants for taking the time to apply. Please note that only shortlisted candidates will be contacted for an interview.

No recruitment agencies please. 

Stamford Hotels and Resorts is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people first culture. We are committed to non discrimination on any protected basis, covered under applicable law.

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